Selling a Policy (Individual, Top-Up, Annual)

This section provides a complete overview of the travel insurance policy sales process, guiding you through each stage — from capturing applicant information to finalizing payment. It outlines the role of the Account Holder and explains how to manage policy documentation effectively. By following this guide, you can streamline the application process, verify eligibility, and customize coverage options to deliver a smooth and efficient customer experience.

2 minutes

Bluecross

Salesforce

Click **New Opportunity** to get started.

Applicant Information

A form will generate to capture **Applicant** **(Caller)** information. - The section titled **Information of the Customer** is where the **caller’s information** must be entered. - If the caller is **not** one of the insured travellers (e.g., a family member, friend, or neighbour assisting with the purchase), they will become the **Account Holder.** ⚠️*The **Account Holder’s emai**l will be used to create the **Customer Portal** login, where policy documents can be accessed, managed, and shared with the insured traveller(s).*

**Complete the required fields.** 1. Enter the **caller’s email address**. - If the caller is not the insured, ensure their email address is used — this will serve as the Account Holder’s contact for accessing and managing the policy. Click **Save** to proceed. 💡**Tip:** *Once **Save** is clicked, an **Account** is automatically created for the caller and can be found under **Accounts**.*

Three questions will appear to guide the appropriate quoting pathway: 1. **Are you travelling as well?** - **Yes:** The caller is both the **caller** and the **insured traveller**. - **No:** The caller is a **family member, friend, neighbour**, or other individual assisting the insured in securing coverage. 2. **Are all the people to be insured residents of Canada?** - **Yes:** The process will continue through the **Canadian resident** pathway to quote and purchase travel insurance. - **No:** The system will generate the **Visitors to Canada (VTC)** quote and application pathway. 3. **Are they all covered by public healthcare in their province of residence?** - This question appears only if the previous answer was **Yes** (all insureds are residents). - Confirm that each insured traveller has valid **provincial health coverage** from their province of residence.

Stage 1: Trip

1. At the top of the screen, you’ll see that an **Opportunity** has been created for the **Caller/Main Insured**. This can be verified by reviewing the **Contract Role** displayed on the screen. 2. If there are additional travellers who will be included in the coverage — such as a **spouse, partner,** or **eligible dependant** — click **Add Traveller** to include their information.

You can **search for an existing traveller** or select **New Traveller** if their information has not yet been saved in the system. **Existing Traveller:** Search for the traveller’s name to pull their record directly from **Accounts**. **New Traveller:** If the traveller has not purchased a contract through your office before, add them by completing the required fields. - Click **Save** to add the traveller to the contract.

Checkmarks beside each traveller’s name under the **Valid** column indicate which travellers are currently included on the policy. If you choose not to include a traveller (e.g., a spouse) or decide to remove them later, simply **deselect the checkmark** to remove them from the policy.

### Complete the Trip Details 1. Enter the **trip destination**. - If the traveller is visiting multiple destinations, select **Multiple**. 2. Choose the **trip reason** from the drop-down menu. 3. Enter the **trip start date**. 4. Enter the **trip end date**. 5. If the insured(s) would like to include **Trip Cancellation** coverage, enter the **cost of the trip per traveller**. - A trip cost must be entered for the **Trip Cancellation** coverage option to appear on the following screens.

These questions help refine the available coverage options that will appear on the quoting screen. 1. **Do you have emergency medical care coverage with another insurer for the first days of your trip?** - If **Yes**, the system will offer **Top-Up Insurance** options. - If **No**, continue with standard coverage options. 2. **Do you want to cover your health on the trip?** - Select **Yes** to generate **Emergency Medical Care** coverage options. - Selecting **No** will only generate **Non-Medical (Ancillary)** benefits. 3. **Do you wish to be covered in case of trip cancellation or interruption?** - Select **Yes** to include **Trip Cancellation and Interruption** coverage in the quote. Once all questions are completed, click **Mark Stage Complete** to continue. *💡 **Tip:** The responses provided here determine which coverage options will display on the next screen, so ensure all selections reflect the traveller’s needs accurately.*

**Selling a Top-Up Policy** When prompted in the screen above with **“Do you have emergency medical coverage with another insurer for the first days of your trip?”**, select **Yes** if the traveler already has partial coverage with another provider. If **Yes** is selected: 1. **Enter the number of days** covered by the other insurer. 2. **Select the insurer type** from the drop-down menu (for example, *Group Insurance*). This step ensures the system correctly calculates the remaining travel days and offers **Top-Up Insurance** for the uncovered portion of the trip. **Coverage Stage**\ In the coverage stage only products eligible for **Top-Up coverage** will appear — specifically: 1. **Emergency Medical Care** 2. **Single Trip** 3. To view **pricing details**: - Click the **drop-down arrow** beside the product name within the quote screen. - This will display a **breakdown of the Top-Up cost per traveler**.

Stage 2: Eligibility

If applicable, complete the **Eligibility** stage using the answers provided by the caller. - Travelers aged **55 and older** must meet the eligibility criteria. - Travelers aged **55–59** who are travelling **18 days or more**, and all travelers aged **60 and older**, must complete the eligibility questions. *If your client is **not** required to answer the Declaration of Eligibility and the Health Declaration, you will automatically be taken to the next step*

Stage 3: Coverage

1. **Confirmation of Insured Travellers** – Displays all travellers listed on the policy, including their ages, trip length, and trip cost per traveller. - The **trip cost** (per insured) can be adjusted within this screen, and the quote will automatically update. 2. **Available Coverages** – Allows you to select and customize coverage options to build a personalized travel plan. 3. **Available Products** – Displays the travel insurance products you can choose from, providing side-by-side comparisons and real-time quote updates as selections are made. 4. The **Rebate** section applies **only** to renewing Annual Plans. Enter the customer’s **previous Annual Plan policy number**, click **Apply**, and a **5% discount** will be automatically applied.

Select the desired coverages by clicking the **checkboxes**.\ As you make selections, **product comparison quotes** will generate in real time.

Once the customer has reviewed the quotes and decided on a product, click the blue **Select** button for the chosen product type.\ \ Then, click **Mark Stage Complete** to proceed to the next step.

Stage 4: Preg-Existing Conditions

The **Pre-Existing Conditions** stage displays important text disclaimers to review with the caller. 1. **Emergency Medical Care** – Review the pre-existing condition clause and reference the applicable **stability periods** based on the traveller’s age. 2. **Top-Up Insurance or Reduced Stability Period Option** – If applicable, review the corresponding text and clearly communicate these details to the caller. 3. **Trip Cancellation and Interruption** – Review the information regarding the **stability of medical conditions** related to this coverage. 4. **Multi-Trip Annual Plans** – Review the **pre-existing condition requirements** that apply to each trip under a multi-trip annual plan.

For further details on the term *“stable”*, **hover over** the blue linked text to display an info box, and review the explanation with the caller.

Scroll down the page to review and confirm the **Travel Summary**, **Travellers**, and **Coverages** sections with the caller.

Once the applicable **Pre-Existing Conditions notices** and **travel coverage details** have been reviewed with the caller: 1. Click the **checkbox** to confirm the review has been completed. 2. Click **Submit**. 3. Click **Mark as Complete** to proceed to the next stage.

Stage 5: Additional Information

You will now **enter the address information for each individual** on the contract. It’s important to confirm which section you are completing and the **role** of each person: - **Requester / Account Holder:** The caller who is initiating the purchase. - **Main Insured:** The primary traveller being covered. In most cases, this is also the requester. - **Dependents:** Travellers who may have a different address (e.g., children living elsewhere). You can toggle **Use Requester’s Address** if the individual shares the same address. Each person can also have their **own unique address**, which is helpful when travellers live in separate locations. To enter an address: - Use the **search bar** with the magnifying glass to look up a **pre-registered address**. - If the address does **not** appear (e.g., **P.O. Box** or **Rural Route**), manually enter it in the **Civic Number / Street** field below. Make sure all address fields are complete before continuing.

Stage 6: Payment

1. **1. Review the entire Travel Summary with the customer and confirm all purchase details.** - Confirm the coverage selected, trip details, and total premium. - Ask if the customer has any questions. - Confirm the premium amount the customer agrees to pay today. - Re-confirm any pre-existing medical conditions disclosed. 2. Select the **payment type** from the drop-down menu. ⚠️ ***Note:*** *Advisors can only process travel sales using a **credit card**.*

**Multi-Trip Annual Auto-Renewal Option** Customers who pay for their Multi-Trip Annual contract by **credit card** will have the option to **opt in** to annual renewal. - **Opt-in only:** Auto-renewal will *not* occur unless you actively select the checkbox. - **Credit card required:** This feature is only available to customers who pay with a credit card. - **Health Declaration required:** If a Health Declaration is needed, the customer will receive an email notification, and the auto-renewal will *not* be processed. The Health Declaration questions must be completed in order to renew.

1. An **orange notice** will appear at the top of the screen asking you to confirm if the caller would like their **credit card information** saved for future purchases. 2. If **Yes**, select the **checkbox** to confirm. Click **Save** to continue.

Confirm the **credit card information** with the caller.\ \ If any details are incorrect, click **Make Changes** to update the information.\ \ Once confirmed, click **Submit** to process the payment.

Click **Print Receipt** to print a receipt slip for the caller.\ \ Then, select **Finish** to generate the policy documentation.

Stage 7: Closed/Won

When you land on this page, **do not exit**. As indicated by the **gray status bar**, the system is generating the contract.\ Do **not** close the screen until the gray bar disappears and the **Closed/Won** stage bar changes color. Once complete, the **Account Holder** will receive an email with instructions to access their policy documents and self-management features through the **Customer Portal**.